Revised 11/2012

MKT 215 - Sales & Marketing Management (3 CR.)

Course Description

Emphasizes the relationship of professional sales skills and marketing management techniques. Demonstrates the use of the Internet to enhance marketing. Studies legal and ethical considerations. Lecture 3 hours per week.

General Course Purpose

MKT 215 is a one-semester course designed to provide the student with professional sales and communication skills used in the selling process. It examines the sales process in retailing, wholesaling, services, and industrial selling. Students learn how to apply good customer relationship strategies, sales communications and behavioral science theories, along with management principles and current technology, to their own selling situation through skill-building activities.

Course Prerequisites/Corequisites

A basic understanding of marketing and business activities is desirable.

Course Objectives

After completion of this course, the student will be able to:

  • Explain how sales and marketing management fit into a corporate marketing plan.
  • Describe career opportunities and the benefits of personal selling.
  • Define industry “Best Practices” required in the selling process of a product, service or idea.
  • Develop a successful sales strategy to meet specific client needs and stay on target to achieve planned sales goals.
  • Exhibit appropriate communication skills during presentations, negotiations and closings.
  • Identify sound client prospecting skills and problem-solving techniques to locate and analyze potential buyers.
  • Analyze why a given selling technique or sales presentation is applicable in a particular sales interaction.
  • Explain team selling and the importance of working as a team member to meet and support client needs.
  • Evaluate use of the Internet and other resources to expand market opportunities and to track competitive activities within the industry.
  • Show sales leadership through knowledge of sales management skills and be able to create and manage a sales force.
  • Explain the legal and ethical factors that apply to the sales process.
  • Illustrate an understanding of the selling process through a sales presentation.

Major Topics to Be Included

  • Sales as part of the corporate marketing plan.
  • The nature of relationship selling, negotiating and closing a sale.
  • Application of theories, concepts, and principles to sales planning management.
  • The use of technology in sales planning, locating customer/competitor information, sales
  • management and sales presentations.
  • Professional sales and communication techniques to establish credibility, trust, and long-term
  • partnerships.
  • Professional code of business and sales ethics.
  • Demonstrating appropriate sales skills.

Optional Topics

  • Advanced negotiation skill development in the sales process
  • Selling to Federal Government and state agencies
  • Sales mathematics